About XTEL

At XTEL, we excel in understanding large FMCG players. As a leading software provider of sales automation solutions for the Consumer Goods Industry worldwide, our mission is to partner with our customers to unlock growth through smart investment and optimize their promotional plans.

Position Overview

We are seeking an experienced, results-driven Head of Strategic Enterprise Sales to lead and build out a high-performing sales team. This role is responsible for driving new logo acquisition and expanding existing enterprise accounts across key verticals. The ideal candidate is a proven enterprise sales leader with a strong track record of closing complex, high-value deals and scaling global go-to-market teams, consistently driving sales growth by forging robust client relationships and delivering innovative, tailored solutions. This role is pivotal in navigating high-stakes deals and aligning cross-functional efforts to meet evolving business needs.
You will partner closely with marketing, product, presales, customer success, and executive leadership to shape and execute our sales strategy. This is a highly visible role with a direct impact on the company’s growth trajectory and market positioning.

Key Responsibilities

• Own and drive enterprise new business and expansion sales strategy for Fortune 1000 and Global 2000 accounts.
• Lead, mentor, and scale a team of strategic account executives and regional sales leaders.
• Develop and execute strategic account plans that deliver predictable revenue growth.
• Partner with cross-functional teams (e.g., marketing, product, solutions engineering, customer success) to align GTM execution with customer needs.
• Forecast accurately using data-driven approaches; report key metrics to the executive team.
• Drive executive-level relationships with key customers and partners.
• Represent the company at industry events, conferences, and executive briefings.

Qualifications

• 8–10+ years of enterprise B2B software/SaaS sales experience, with at least 3–5 years in a sales leadership role.
• Proven success selling into strategic enterprise accounts with deal sizes in the six- to seven-figure range.
• Deep understanding of complex sales cycles, stakeholder mapping, and multi-threaded deal execution.
• Exceptional leadership and coaching abilities; demonstrated experience in building and scaling high-performing teams.
• Strong executive presence and communication skills; comfortable engaging with C-suite buyers.
• Experience in CRM (Salesforce, HubSpot) and sales enablement tools (Clari, Gong, Outreach, etc.)
• Led enterprise sales initiatives, focusing on high-value accounts and strategic partnerships.
• Developed and executed sales strategies to penetrate new markets and expand existing customer base.
• Collaborated with cross-functional teams to deliver customized solutions that address client-specific challenges.

Nice to have:

• Background in verticals such as CPG, retail, manufacturing, financial services, or healthcare.
• Familiarity with value-based selling methodologies (e.g., MEDDICC, Challenger, Command of the Message).
• Exposure to global sales environments and international deal structuring.

What We Offer

• A challenging role in a fast-growing AI-driven revenue management company.
• A diverse and international team with strong ownership and a can-do mentality.
• Opportunities to contribute to the organization's growth and development.
• A cross-functional role spanning geographies and departments.
• Flexible working with hybrid and remote options (HQ in Bologna).

Location Preferences:

Our headquarters is located in Casalecchio di Reno, Bologna, and we offer hybrid work arrangements. While we prioritize candidates who are based in Bologna and the surrounding areas for hybrid work, we are open to considering other options on a case-by-case basis.

Equal Opportunity Statement

If you have strengths to share, we’d love to hear from you. We value diverse backgrounds and experiences, so don’t hesitate to apply even if you don’t meet all criteria.

XTEL is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.